Tag Archives: Kolb

Selling a change

How useful are selling skills for Stakeholder Engagement?

Strategy in Change
Stakeholder engagement is frequently difficult. The change team need to get stakeholders engaged and often positively involved in a change for success. Since the power in the relationship often lies with the stakeholder it seems to me this is a similar situation to a salesman-customer interaction. There are a number of basic marketing and sales models used in stakeholder engagement literature; this article argues that individual sales skills are also important.

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